convenience retailer jan-feb 2010

ConvenienceRETAILERVolume 3, Number 1 January/February 2010

By Justyn Dillingham

Even for veterans of the American

Wholesale Marketers Association’s

annual conference and trade show, this

year’s show has some surprises in store.

For one thing, it’s undergone a name

change: Previously the Real Deal Expo, it’s

now The AWMA Show: The Convenience

Distributor Conference and Expo.

“We have tripled the amount of educa-

tional sessions versus previous years, and

we have some retailer-focused education

sessions that retailers will find very

interesting,” said Robert Pignato, Vice

President of Marketing and Industry

Affairs at AWMA.

The sessions include presentations on

anticipating retail trends and tracking

consumer shopping habits, how to market

and sell tobacco in a time of increasing

regulation, and creating loyal customers.

Other changes include new show days,

registration discounts and an expanded

MORE EDUCATION SESSIONS, EXPANDEDEXHIBITS AMONGCHANGES AT AWMA

Continued on Page 6

Those looking for a boost of energy with-

out the bulk of a can or the sugar, carbs

and often unpleasant taste of a shot need

look no further than LiveWire Energy.

Developed out of the need to enhance

the energy market with a more compact

boost of energy, LiveWire Energy

has created a series of chews that

provide long-lasting energy when

you need it most.

From pomaberry to mint choco-

late, LiveWire Energy Chews are

available in a variety of flavors and

come in a small, compact case that’s

about the size of a pack of gum.

Delivering up to three hours of

energy, the chews dissolve in a matter

of seconds and have about three grams

of sugars and four grams of carbs per

serving, with eight servings per pack.

Tasty, chewy and desirable, LiveWire

Energy Chews are perfect for athletes

or those on the road who need a boost

of energy but don’t have time to take

continual bathroom breaks.

LIVEWIRE ENERGY’SLONG-LASTING, COMPACT AND TASTY ENERGY CHEW

Continued on Page 6

Cliffstar Corp. Chadwick Bay line

Lighter-Cigar.com Cigar cutters

LiveWire Energy LiveWire Energy Chews

Polar Pups Frozen Treat Mix

Shipyard Brewing Company Brewer’s Brown Ale

Thanasi Foods LLC Jim Beam® Bourbon Glaze Steak Strips

new products

Special Insert:

Real DealShow Extra

@ The AWMA Show

PEPSICO FOUNDATION TODONATE $1 MILLION TO HAITI EARTHQUAKE VICTIMS

HARRIS POLL FINDS THAT CONSUMERS LOVE KISSES: HERSHEY’S RANKS HIGHESTOVERALL IN BRAND QUALITY

PUREOFLOW LEADS THE PURE REVOLUTION

Lee M. OserCEO and Editor-in-Chief

Steve CoxSenior Associate Publisher

Kim ForresterMichael HarrisDeb McQueen

Lyle SappKate Seymour

Associate Publishers

Justyn DillinghamSenior Associate Editor

JoEllen LowryAssociate Editor

Valerie WilsonArt Director

Yasmine BrownGraphic Designer

Lorrie BaumannBusiness Affairs Manager

Enrico CecchiEuropean Sales

Convenience Retailer is published byOser Communications Group ©2010.

All rights reserved. BPA Worldwide Membership Applied for September 2008.

Executive and editorial offices at: 1877 N. Kolb Road, Tucson, AZ 85715

520-721-1300/Fax: 520-721-6300www.oser.com/www.convenienceretailer.net

European offices located at Lungarno Benvenuto

Cellini, 11, 50125 Florence, Italy.

ConvenienceRETAILER

news briefs

top news

new products

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contents

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january/february 10

MOBISOFT hasbeen writing mobilesoftware for CPGand Wholesale Dis-tributors for nearly15 years. MOBI is,at heart, a software and systems develop-ment company that has been helpingcandy/tobacco wholesalers with customerordering, sales force ordering and mobilelabeling and tagging systems for morethan a decade. MOBISOFT’s systems arein use by tens of thousands of users acrossthe United States.

Las VegasOser Communicat ions GroupMarch 2010

King MountainTobacco is oneof the fastestgrowing ciga-rette companiesin the United States. This phenomenalgrowth is largely related to a niche productoffering within a mirage of competitivebrands. King Mountain’s doctrine is foundin satisfying wholesalers’ need for a newoffering that sticks. They have satisfied theretailers’ needs for additional store traffic,and consumers’ needs for an affordable,quality cigarette with consistent blending

It’s one of thosesnacks that tastesalmost too good toalso have a healthyhalo attached to its name.

But just one bite into the crunchygoodness of riceworks® and a quick scanof its ingredient list will convince evenskeptics that this gourmet brown crisp rep-resents a whole new approach to indul-gent—yet healthy—snack enjoyment.

Made with whole grain brown rice,riceworks contains only natural ingredients.

Joe Tabshe, Ownerof Good Times

Tobacco, explainshow to succeed inthe tobacco industry.

RDSE: What’s yourmain line of business?

JT: We are a tobacco company based inTampa, Florida, with a manufacturingfacility in Santiago, Dominican Republic.We make cigars, cigarillos, tobacco wrapsand other tobacco products. Our company

Steve Stomel, CEOof ProCat Manage-

ment Services LLC,tells us about theirproduct, PickRight.

RDSE: Tell ourreaders a little about your company.

SS: ProCat is a technology company thatfocuses on improving quality and pro-ductivity in distribution centers. We arecommitted to bringing low-cost turnkeytechnology solutions to distribution

Quincy Andrews,President of Treez-

wrap Brand, tells us what makes hiscompany’s main product unique.

RDSE: Who are your target end-usersand what distinguishes your productsfrom the competition?

QA: For a very long time, consumershave been rolling their own cigarettes.However, over the last 15 years or so, a

For more than a decade, NewImage Global Inc. has been afrontrunner in the cigarwraps industry. The rolloutof Ballers Choice marks thebeginning of a new genera-tion in cigarillos and pipe-filled tobacco tipped cigars.As with their signature Royal Blunts line,Ballers Choice offers the discriminatingconsumer a sleek, attractive product in aninnovative stay-fresh resealable pouch. The new product is available in natural flavor and also in several exotic flavors,

Karen Kamper-

man, GeneralManager atMidwest, talksabout Tobacco

Holdings Inc.

RDSE: Explain your company’s focus.

KK: Our focus is on quality tobaccoproducts with an emphasis on little cigarsand pipe tobacco.

RDSE: Are you introducing any

Douglas Katich,CEO of Ai2, revealsthe secrets of hiscompany’s success.

RDSE: What doesyour company offerthe industry?

DK: Ai2 specializes in automating thesales process for wholesale distributorsthat rely on their sales representatives andcustomers for order placement and datacollection from the field. Our solutions

The Creator andPresident of TastyPuff tobacco flavor-ing, Erin Kay, noticeda need for a productthat people could useto flavor their owntobacco while controlling the amount offlavor they use. The product Erin envi-sioned had many requirements.

After two years of developing andperfecting, Tasty Puff became the perfectcompanion to tobacco. It is speciallydesigned to disperse evenly, dry quickly,

Associates at EbyBrown and otherconvenience storedistribution centershave a new co-worker, and her nameis Jennifer. ButJennifer isn’t your typical distribution cen-ter associate: She’s a new voice-directedwarehouse system that helps DC associ-ates pick customer orders faster withfewer errors, so stores get what they wantwhen they need it.

Working with Jennifer makes life

Sugar-Free QuenchGum has under-gone a transforma-tion. Quench® X isbeing touted as thenext generation of Quench. The difference,according to company officials, is the infu-sion of the natural sweetener xylitol intoQuench Gum.

“We wanted to improve the flavor ofSugarfree Quench Gum and add morefunctionality at the same time,” said MarkLutz, National Sales Manager for QuenchGum. Candy or gum with functional

Continued on Page 16 Continued on Page 20

Continued on Page 12

King Mountain TobaccoStrikes A Spark WithConsumers, Retailers

Good Times Stays AheadOf Pack In Tobacco FieldWith ‘CigarVille’ Line

ProCat ManagementServices’ PickRight A Hit With Customers


Continued on Page 20 Continued on Page 16 Continued on Page 12

MOBISOFT CombinesUser Power With Ease Of Use

Distributors WantedFor Treezwrap’s Natural Leaf Cigar Wrap

New Image’s BallersChoice Slam Dunks The Competition





Ai2 Builds Success On Trust, Innovation And Customer Support

Tasty Puff Fills A NicheFor Users To EasilyFlavor Their Tobacco

Lucas’ Voice-DirectedWarehouse System Speeds Up Service

Quench Announces ReleaseOf The Next Generation Of Sugarfree Gum


Tobacco HoldingsCommitted To Quality Service

The Goodness Of Whole Grain Brown RiceIn A Gourmet Crisp

AN OSER COMMUNICATIONS GROUP PUBLICATION NOT AFFILIATED WITH AWMA

Electronic Cigarettes offer:

• Profitability (look for great marginsbut beware of high price points).• Marketability (starter kits should besmall and eye-catching with bright,bold graphics).• Flexibility (choose a brand offering

price points that canbe sold anywherefrom C-Stores totobacco stores togrocery stores).• D i s t r i b u t o rsolutions (expanddistribution chan-nels, open newaccounts, maintainmarket share).• Retailer bene-

fits (hold onto customers who want acheaper, better alternative to traditionalcigarettes).

The FDA, in order to…hmmm…maybeprotect their own sources of funding,attempted to shut down the electroniccigarette industry. They failed―at leastfor the moment. On Thursday, Jan. 14,2010, a U.S. Federal District Judge ruledin favor of electronic cigarettes and ruledagainst the FDA.

What does this mean for your cus-tomers? It means they now have a betteralternative. What does this mean for you?It means that those dwindling profits canfinally rebound.

For more information, visit www.envycig.com or stop by booth 341.

Real Deal Show ExtraMarch 20104

Electronic Cigarettes OfferWindow Of Opportunity InTroubled Times For Tobacco

Lee M. OserCEO and Editor-in-Chief

Steve CoxSenior Associate Publisher

Kim ForresterMichael HarrisDeb McQueen

Lyle SappKate Seymour

Associate Publishers

JoEllen LowrySenior Associate Editor

Justyn DillinghamAssociate Editor

Valerie WilsonArt Director

Yasmine BrownGraphic Designer

Lorrie BaumannBusiness Affairs Manager

Enrico CecchiEuropean Sales

Real Deal Show Extra is published byOser Communications Group ©2010.

All rights reserved. Executive and editorial offices at:

1877 N. Kolb Road, Tucson, AZ 85715 520-721-1300/Fax: 520-721-6300

www.oser.com

European offices located at Lungarno Benvenuto

Cellini, 11, 50125 Florence, Italy.

Nicholas Van Burren, Owner of Envy

Electronic Cigarettes, explains why hiscompany’s product is thriving.

The great Alexander Graham Bell wasthe author of some of today’s mostclichéd quotes, such as: “When one doorcloses, another opens; but we often lookso long and so regretfully upon the closeddoor that we do not see the one which hasopened for us.”

As we all know, a cliché becomes acliché because of its inherent truth―andthe fact that everyone has had to enduresomeone saying it just after somethingseemingly catastrophic has occurred.

The FDA taking over the tobaccowagon, with Philip Morris happilyholding the reins, was, for most of you,a serious blow to your bottom lines.However, as that door is closing, Imight draw your attention to the otherdoor that is opening.

Traditional cigarettes = Closing Door. Electronic cigarettes = Opening Door.

What are electronic cigarettes?

E-cigs are the hottest items flying offshelves in C-Stores and tobacco storesacross the globe. These battery operateddevices have a variety of sizes and features;

but universally, each offers: • Smoke (a water-basedvapor―which disappearsimmediately and leaves nosmell―is inhaled andexhaled and looks just likesmoke―only there is no firstor second-hand smoke, no tarand no carbon monoxide). • Nicotine (different levels ofnicotine are available―highthrough NO). • Taste (same tastes smokers are usedto―and some new ones). • Freedom (because there is no tobaccoand no fire, these products can be usedalmost anywhere―from planes to officebuildings to bars). • Savings (the retail price of the replace-ment cartridges is nearly half that of traditional cigarettes).

Soon, every business that sells tobaccowill be selling more and more electroniccigarettes. And until the FDA or someother government agency figures out waysto drive up the cost, e-cigs will continue toattract smokers who can’t afford to smokeand want to switch to a better alternative.Business owners who are suffering the fallof tobacco should look at this viable alter-native to increase profit margins.

AN OSER COMMUNICATIONS GROUP PUBLICATION NOT AFFILIATED WITH AWMA


Meyercord Committed ToKeeping Your EquipmentWorking Its BestWith more than 50 years of experience,Meyercord Tax Stamping Equipment isthe source for tax-stamping equipmentand service solutions for the distribu-tion industry. Meyercord Tax StampingEquipment’s application and auxiliaryequipment are field-proven. They arereliable, cost-effective and operate eas-ily with a minimal amount of training.Meyercord Service enlists speciallytrained technicians who are dedicatedto keeping your equipment in the finestworking condition. Their service pro-fessionals install equipment, trainmachine operators, provide regular

preventive maintenance and promptlyattend to any emergency calls.

Meyercord recognizes the difficul-ty that some distributors are having inkeeping their operations running effi-ciently through tough economic times.Now through May 15, 2010, pre-qualified Meyercord Equipment customers who purchase select modelsare eligible to choose between a zeropercent annual percentage rate on a 36-month contract or a $4,000 discount.No payment is due at signing. Certainrestrictions may apply.

Recently, the Commonwealth of

Massachusetts became the second stateto adopt encrypted tax stamp technolo-gy which will provide a closed loopsecure system to help reduce theamount of illicit cigarette trafficking.Meyercord’s new SSMC EncryptedStamp Platform was specificallydesigned to meet the requirements ofthis new technology.

In response to a recent trend in theneeds of their distributors, MeyercordTax Stamping Equipment also devel-oped the VL-10 Tax StampingMachine. The VL-10 is the originalprimarily post-stamp tax stampingmachine and continues to be the onlymachine that requires zero adjustmentsfor continuous, consistent and easy stamping.

The HCC-612 “Half-Sized” Case

Mill Creek Focused OnFlexibility, Delivering ValueIan Warfield, President and COO ofMill Creek Entertainment, explainswhat drives his company today.

RDSE: Tell our readers a little aboutyour company.

IW: Mill Creek Entertainment is theindustry’s leading provider of valueDVD compilations, with millions ofunits sold through retailers acrossNorth America. Our product line spansmovie collections, television series,kids programming, documentary seriesand special interest, as well as urbanand Latino offerings.

RDSE: What makes you different fromother value entertainment suppliers?

IW: No other company offers so muchentertainment featuring leading fran-chises and stars at such affordable pricepoints. We have led the way in deliveringamazing value to the consumers in themidst of a troubled economy.Consequently we have experiencedtremendous growth in the last several

years, with individual products selling inthe millions of units.

We offer total operational flexibilitywith DC or direct-to-store shipments,terms or pay-on scan programs, direct ordistributor relationships, comprehensiveEDI support, countless fixture and display options and terrific customerservice and support.

RDSE: How comprehensive is yourproduct offering?

IW: The breadth and depth of our cata-log is amazing, with over 6,000 filmsand television episodes. Our televisioncollections range from classics like ‘TheLucy Show,’ ‘Bonanza,’ ‘HowdyDoody’ and ‘McHale’s Navy’ to block-buster series like ‘21 Jump Street,’‘Wanted: Dead or Alive,’ ‘GreatestAmerican Hero’ and ‘Hunter.’

Our movie collections range from west-erns, thrillers, horror, sci-fi and action tofamily, comedy, musicals and drama.Documentary series range from war and

historical to true crime and biography.Kids’ content includes great franchiseslike He-Man, Dungeons & Dragons andPunky Brewster and special interestofferings include game shows, stand-upcomedy, mixed martial arts and sports.

RDSE: How do you handle sales?

IW: Our sales team is extremely sea-soned with an average of 15-plus yearsof industry experience. They all focuson understanding their retail customer’sgoals, demographics and operationalrequirements, and ensure that the pro-grams they deliver meet and exceed allexpectations of revenue and profitabili-ty. They are augmented by a sales sup-port team that is passionate, focused andefficient in serving our customers’ needsat all times.

RDSE: Where does your company fit inthe harsh new economic reality?

IW: Mill Creek Entertainment is engi-neered to be the go-to solution for valueat all times, but our product line, pricing,programs and capabilities especially res-onate in a tough economy that looks likeit’s here to stay for some time.Consumers at all income levels are nowlooking for value without sacrificing

quality and that represents a perfectmatch to our products and programs. Thecompany is relentlessly focused on con-tinuously creating and marketing dramat-ic value propositions with the broadestpossible retail appeal. That’s why wegrew over 35 percent last year in the mid-dle of an industry decline.

RDSE: What’s next on the agenda foryour company?

IW: More content. Better content.Constant freshness. We understand thatour end-customers are smart, savvy shop-pers who tire of repetition. Our catalogdepth and constant acquisitions can feedthat voracious appetite with affordable,family-friendly content that provideshours of entertainment.

For more information, visit www.millcreekent.com or stop by booth 1025.

US Roasterie Going StrongDespite Difficult EconomyUS Roasterie is an award-winning roaster. HowardFischer, President andCEO, began his coffeecareer in 1971 withContinental Coffee andstarted his own companyin 1981. US Roasteriespecializes in private labeland turnkey marketingprograms for the C-Store,foodservice, OCS and vending market-ing channels.

Java Emporium is one of their exclu-sive branded marketing programs for dis-tributors. A full line of POS materials,sales meetings and working with distrib-utor field sales people in end-user callsare some of the help they provide their

customers in helping themgrow their business prof-itably. They also makeend-user calls on their cus-tomers’ behalf.

Their product lineincludes 100 percentArabica coffees, vari-etals, organics and ELEV8, their hyper-caffeinatedcoffee. They also offer a

full line of powder cappuccino andhyper-caffeinated cappuccino productsand frozen beverage products under theCruisin Cool that contains 10 percentreal juice.

Although 2009 was a challenging

AFS Technologies Connects The Convenience Supply ChainAFS Technologies is proud to be anAWMA member and participate in the2010 AWMA Show: The ConvenienceDistributor Conference and Expo. At thisyear’s event, AFS will showcase tech-nology products and services thatimprove profitability by connecting peo-ple, products and processes across thesupply chain.

AFS’ distributor solutions include:Accounting/ERP, Warehouse Manage-ment, Sales/Order Management andDelivery Automation solutions, all ofwhich work to eliminate costs andimprove efficiency within distributoroperations. In addition, AFS’Discovery™ Business Intelligence,Trade Promotions Management andEDI tools are designed to improve

communications and eliminate ineffi-ciencies across trading platforms.

Following the recent acquisitionof Becton Schantz, the leading suppli-er of management software for salesagency operations, AFS now offers theleading sales agency/broker solutions.The widely used GenWeb™ agencyERP is now integrated with the SalesDiscovery System and PromoAssistTPM to create a common workflowplatform for both manufacturers and agencies.

For the manufacturer, AFS continuesto deliver the Sales Discovery SystemBusiness Intelligence tool set. Discoveryis used by leading manufacturers,

Continued on Page 12Continued on Page 12

From left to right: Lance Herion,Dispatch Service Manager; TonyGrassa, Northeast Regional SalesManager; Joe Fisher, OperationsManager; Mark Lindley, SouthwestRegional Sales Engineer; DaleEverett, Southeast Regional SalesEngineer; Eric Sim, NorthwestRegional Sales & Marketing Continued on Page 18


benefits, like calcium-rich candy forwomen or caffeine-laced gum, is a cate-gory that has established itself in retailover the past three to four years. Lutzexplained: “Quench Gum has been afunctional gum for 40 years. Now, withthe addition of xylitol, we are helping ourconsumers fight dry mouth while theyprevent cavities.”

Xylitol (pronounced ZIE-lih-tol) isa sweetener that in its granular formlooks and tastes like ordinary sugar, butwith a slightly fruity overtone. The dif-ference, however, is that xylitol istooth-friendly. Xylitol can reduceplaque formation and cavities by reducing plaque bacteria on teeth. Inaddition, Lutz explained, xylitol raises

the pH in the mouth to stimulate thehealthy flow of saliva.

Long known as a high-performancesports gum, Quench Gum’s mouthwater-ing fruit flavors are also popular withkids. Lutz feels that the reputation ofQuench Gum in sporting goods, alongwith the fact that kids love it too, allowsthe product to be successfully marketedin several aisles of the store. “We’ve beenthe number-one ranked sports gum inAmerica for many years running,” hesaid. “When we introduced SugarFreeQuench Gum, we crossed over into thegeneral candy and confection market.Quench X solidly plants us in the centerof that category.”

“Quench Gum is not your ordinarygum,” Lutz explained. “We’ve got a for-mula that our customers expect. Yes, our

Quench Gum (Con’t. from p. 1) gum tastes great but the key to our prod-uct is that Quench Gum fights dry mouth.We wanted to maintain the unique bene-fits of the gum and bring even more ben-efit to our customer base.”

The launch of Quench X includesintroduction of a whole new look for theproduct. “We designed a package that isedgy, vibrant and, we think, offers asense of the extreme flavor experiencewaiting inside,” Lutz said. Quench X isavailable in blister packs of eight super-sized pieces. Retail-ready display traysare filled with 12 blister packs.

In addition to Quench X, kids lovethe new Quench Pint Bottle—filled withapproximately 25 chunks of QuenchGum. The reusable, BPA-free water bot-tle contains an assortment of orange, fruitand lemon flavors. The Quench Pint

Bottle complements Quench Gum’s mer-chandising displays. The unique QuenchGum water bottle sidekick/countertopdispenser, for example, lets retailers fea-ture all three Quench Gum double flavorsat once.

“This water bottle display will reallycatch the attention of consumers,” saidGinger Mueller-Mann, Mueller’sWestern Region Vice President. “Theimagery of the bottle with water dropsand vivid colors tells the story of ourthirst-quenching product. We never wantto lose sight of the core function of ourgum: We fight dry mouth with bursts ofintense flavor.”

For more information, call 800-356-9522, e-mail [email protected], or stop by booth 512 to try Quench X for yourself.

and high-end taste. King Mountain Tobacco Company

Inc. is a Native American-owned premi-um tobacco manufacturer located withinthe boundaries of the Yakama Nation.King Mountain has grown rapidly overthe past three years, establishing a strongbrand presence recognized across thecountry. Their marketing efforts havebeen focused on creating opportunities tointeract with customers. King Mountain

has also made a strong commitment tobeing recognized as the most “business-friendly” company in the industry towork amongst. The King Mountain man-agement philosophy is founded on thecreation of successful business partner-ships with its trade associates.

King Mountain has designed tailoredwholesale programs, solely with the dis-tributor’s business framework in mind.The design of these programs is toincrease margins and facilitate growth,while allowing the distributor to work

King Mountain Tobacco Co. (Con’t. from p. 1) unimpeded using the philosophies andpractices that made them successful.

King Mountain also offers a varietyof promotional contest giveaways toboost sales and encourage product brand-ing. Previous sweepstakes include theBorn to be Wild sweepstakes in partner-ship with Bass Pro Shops.

King Mountain is revolutionarywhen it relates to design on packagingand point of sale materials. Their highlyskilled design team works with distribu-tors and retailers to create custom point of

It has no preservatives, no artificial flavorsand no cholesterol, and is both wheat andgluten-free. (The latter of which is one of thefastest growing segments in grocery retail.*)

The Story Began As A

California Dream

What began as a quest by one of thelargest rice growers in California to cre-ate a patented snack product containingcomposite grains incorporated into a finedough, has developed into an evolvingsuccess story for Snack Alliance Inc., thedevelopers of the riceworks brand. SnackAlliance, headquartered in Vancouver,British Columbia, secured rights to theproduct patent from the California ricegrower in 2005 and has since furtherrefined the product with flavor and tex-ture modifications.

In April 2007, the company announ-ced its transition of the manufacturing

process for riceworks to its own produc-tion facility in Bristol, Virginia. As ofMay 2008, the company is also produc-ing its six flavors of riceworks from itsHermiston, Ore. facility.

Today, riceworks boasts a broadportfolio of flavors across its customerbase in the United States, Canada andGreat Britain. Flavors include SweetChili, Sea Salt, Salsa Fresca, Parmesan &Sundried Tomato, Baked Cinnamon andTangy BBQ.

An Unexpected Loyal Fan Base

And because riceworks is both wheat-and gluten-free, the snack has found anenthusiastic and loyal fan base among theceliac community, and from those whoare sensitive to gluten. For this group,here is a product that tastes as good asany snack on the shelf, yet contains nogluten and 33 percent less fat than theaverage salty snack.

Suddenly rice is the new “it” snack.

riceworks (Con’t. from p. 1) About Snack Alliance

A privately-owned U.S. company, SnackAlliance Inc. is a market-leading providerof branded and private label snack foodsin North America, with customers thatinclude Wal-Mart, Albertsons, Costco and Kroger. The firm’s signature product,riceworks Gourmet Brown Rice Crisps, is a tasty and popular whole grain gluten-free snack that has won kudos from snacklovers in the United States, Canada andGreat Britain. For more information aboutthe product, visit www.riceworks.com.

Benefits of riceworks

(made with whole grain brown rice):

• Low in saturated fat.• No cholesterol, no trans fat (0 g).• Excellent source of carbohydrates.• No additives, no preservatives or artificial flavors.• Natural ingredients.• Good source of energy.• 12 grams whole grains/serving.

• 33 percent less fat than the average salty snack.• Wheat- and gluten-free.• Vegan and celiac friendly.• Kosher certified.• Satisfyingly crunchy.

*Nielsen data

Nielsen data info: According to datacompiled by New York-based Nielsen, thefastest-growing health and wellnessclaims among store brands last yearincluded GMO-free (+67 percent from2008 to 2009), gluten-free (+62 percent),absence of a specific fat (+53 percent),lowers cholesterol (+45 percent), con-tains probiotics (+39 percent), containscalcium (+29 percent), carb-conscious(+29 percent), no MSG (+29 percent),omega claim (+29 percent) and free ofhigh fructose corn syrup (+28 percent).

For more information, stop by booth 111.

sale materials that suit distinctive promo-tional needs. The full color box is edgy,yet displays a level of class that has beenunmatched in the industry. These designs,combined with the unrivaled quality in acigarette at this price point, have con-sumers across the country thrilled toembrace King Mountain as their brand.

For more information about KingMountain, call 509-874-9935 or visitwww.trykingmountain.com. Don’t forgetto visit them at this year’s AWMA showat booth 233.

year for all business, US Roasterie grewnine percent with a growing customerbase and successful marketing programs.

The C-Store distribution business ischallenged as are many businesses;however, quality programs which areprofitable will yield long-term quality

results. A supplier partner that takes aconsultative role with the distributor ismutually beneficial.

There are many good coffees avail-able in the market place; however, a suc-cessful hot beverage program needs morethan just good-tasting products.

For more information, visit www.usroasterie.com or stop by booth 1036.

US Roasterie (Con’t. from p. 6)

agencies and distributors to turn staticdata into actionable analytics. DiscoveryBI is now the common analytical platform for manufacturers and salesagencies to cooperatively review a widevariety of business performance metrics.

AFS solutions are designed using

Service Oriented Architecture (SOA) andbuilt on the latest Microsoft Windowstechnology platform. Their products areavailable on a licensed or monthly sub-scription (SaaS) basis to fit the needs ofany size organization and budget.

For more information, call 877-821-3007, visit www.afsi.com or stop bybooth 123.

AFS Technologies (Con’t. from p. 6)


As a technology company,MOBISOFT is constantly looking forand evaluating new technology so theircustomers don’t have to. MOBI takespride in being able to identify andimplement products and technologiesthat improve efficiency and cut costs,yet are stable, reliable and affordable.MOBI has always had an “end-user”focus, with a very good understandingof exactly who is actually using theproducts and software MOBI provides.Dave Ulrich from MOBI designs anddevelops software with his team of pro-grammers and knows that if the soft-ware doesn’t blend power with ease ofuse, then they have not fully achievedsuccess. That is why every applicationand system that MOBI develops focuses precisely on those criteria:powerful and intuitive. MOBISOFT isa customer-focused company where the

only customers more important thantheir own, are their customers’.

MOBI is excited about the launch ofRADAR Data and Device ManagementTool. RADAR gives the wholesaler a‘fresh new view’ of their ordering sys-tem. Debbie Kamp from MOBISOFTsaid that wholesalers need to ‘see’ whattheir ordering system is doing. With cur-rent systems, there is no good way totroubleshoot communications and orderproblems. And it can take hours for ITand support staff to find and correcterrors. It’s inefficient, it’s frustrating andit can be very costly.

With RADAR, anyone within thecompany can be authorized to log in toRADAR, giving them instant, clearaccess to their systems, and to find theanswers they need. RADAR also worksas a dashboard to the complexities andmysteries surrounding many olderordering systems. Sales managers willbe able to see, at a glance, who their

MOBISOFT (Con’t. from p. 1) top customers are, what the top sellersfor the warehouse are and even com-pare that list to their customers’ topsellers. The analyzation and quick ref-erence ability of this tool will give thewholesaler information each depart-ment needs to do what they do best:Sell product and provide exceptionalcustomer service.

RADAR doesn’t stop there,though. This robust Web-based appli-cation will allow any user to view andmonitor such things as device connec-tions and traffic, order data, updateand program version monitoring.RADAR will also allow the whole-saler to push data, programs and messages to any remote user. Thewholesaler can instantly view cus-tomer specific ordering informationwith graphic displays showing every-thing from who has not yet placedtheir order, to manufacturer programcompliance data. Simply put, RADAR

new products?

KK: Yes, a line of filtered cigars with 12delightful flavors, and pipe tobacco inFull, Mild and Mint flavored in onepound and six ounces.

RDSE: What products do you see asbeing hottest this year?

KK: Because of the present economy,we see filtered cigars and roll-your-own tobacco as being fast-movingproducts with increased margin andcustomer satisfaction.

RDSE: What distinguishes your productfrom the competition?

KK: We feel that we have a high qualityproduct with various flavors people can

Tobacco Holdings Inc. (Con’t. from p. 1) enjoy at a price they can afford.

RDSE: Tell us about your trade showobjectives, plans, products, promotions, etc.

KK: We aim to present our products to asmany wholesalers as possible. Our showspecials are filtered cigars at $5.50 and16-oz pipe tobacco at $6.95 and 6 oz. at $3.50. We also are intending to offer volume discounts.

RDSE: To what do you attribute yourcompany’s success?

KK: Primarily our success is now andalways determined by our loyal con-sumers. We stand behind our product andensure quality as well as economy.

For more information, call 888-513-1351, visit www.smokersbest.net orstop by booth 442.

puts all of the wholesaler’s orderingand remote communications informa-tion in one clean, easy-to-use applica-tion. Kamp added that “while this is ahuge advantage for the wholesaler, thereal winners are their customers,because RADAR minimizes theirdown time and their frustration, andwe all know nothing beats a happy customer.”

Ulrich summed it up: “Technology isgreat…when it works. With RADAR, thewholesaler will see their ‘uptime’ sky-rocket, and their ordering system runmore smoothly than they thought possi-ble. RADAR provides a clear view oftheir ordering systems that will let themhead off most problems before customershave a chance to pick up the phone.”

RADAR will launch in Summer2010. For more information, contactDave Ulrich or Deb Kamp at 952-767-0771, visit www.mobisoft.mobi orstop by booth 640.

enable convenience store distributors toimprove the organization’s productivitywhile also increasing sales. Many of thetop 25 convenience distributors count onour solutions every day to accurately gen-erate and transmit orders from the fieldfor processing.

RDSE: What would you say makes yourcompany unique?

DK: There are many aspects, but a fewstand out: We are a trusted partner, wedeliver our solutions on time, our solu-tions are the most innovative in themarketplace and we provide our cus-tomers with great support. Theseaspects of our company are proven byour 24 years in business, by over 500successful customer implementationsand by over 40,000 daily users of oursoftware solutions.

RDSE: Are you introducing any new products?

DK: Yes, we introduced our new solu-tion, ACE™, last fall. ACE is an afford-able order entry solution that replacesthe old Telxon-type handheld devicesthat have been used by distributors andretailers the past 20 years and now needto be replaced.

RDSE: Where is your current product emphasis?

DK: Ai2 is all about delivering a totalsolution that works, is delivered on timeand is supported. Although we are asoftware solutions developer first andforemost, we have resident experts thatprovide the consultation required so ourcustomers can make informed businessdecisions on all aspects of the project,including mobile computer hardwareand communication methods.

Ai2 (Con’t. from p. 1) RDSE: What distinguishes your prod-ucts from the competition?

DK: Many hardware resellers willoffer the ‘cheapest’ solution to solve abusiness problem. We understand the convenience distribution business andwe offer a long-term partnershipapproach. Ai2 solutions are constantlybeing innovated to meet the ever-changing business and technical envi-ronments of our distributor customers.

Choosing Ai2 provides a growth pathfor the future with a reliable partnerwho will continue to evolve with thedistribution industry. The goal for anydistributor is to increase sales andimprove yields. We are proud to deliver solutions that enable our part-ners to achieve these goals.

RDSE: Please assess the marketplace asit relates to your product line.

fantastic niche market has developed inthe tobacco industry that catered for theconsumers who seek the pleasurableexperience of rolling their own cigars,utilizing their favorite tobacco blend,which most times carry more aromathan commonly found even in premiumcigars. Treezwrap Natural Leaf CigarWrap falls into this niche and for thelast five years we have carefullyworked to offer a well preparedbroadleaf product to the consumers toenjoy the pleasure of rolling their owncigars. I think our quality and the factthat we offer a natural tobacco leaf sep-arates us from the competition.

RDSE: What was the most significantevent or series of events affecting yourcompany in the past year and how hasyour company responded?

QA: Most definitely it has been theSCHIP Law and various states’ increasein taxes that would have priced any prod-uct that did not present a ‘High ValueReward’ to the consumer. Luckily, we cansafely conclude that our product doesdeliver such a ‘High Value Reward’ to ourconsumers. This realization has been thestrongest catalyst for our present drive formarket growth. As such, AWMA Expo isour second in two weeks.

RDSE: What are your company’s plans

Treezwrap (Con’t. from p. 1) for the near-future, and are you introduc-ing any new products?

QA: Good question; that actually brings usfull circle. You see, by being in the industryfor a fair amount of time and having a veryclose relationship with our customers, wehave a good idea of the aroma and blend ofloose tobacco that they end up using tomake their own cigars using our wraps. Assuch, this gives us an opportunity to con-struct great blends and actually make acomplete cigar in the near-future. This iscreating much excitement internally but wewill remain fully consumer-driven.

RDSE: How do you handle distributionand what do you hope to accomplish at

this trade show?

QA: Our distribution is contracted toTreezwrap Marketing and DistributionLLC, headed by Jesse Enniss, and operatedunder Federal Import License in southFlorida. Our policy is to sell directly tolicensed distributors across the UnitedStates. In fact, we are here at this tradeshow to mold new relationships with dis-tributors from across the United States andinternational. As our advertisement says,‘Wanted Distributors,’ and there are highprofit rewards and customer satisfaction.

Check us at www.treezwrap.com or callMarketing and Distribution at 954-676-3401 or stop by booth 342.

DK: Convenience distributors arefaced with increasing competition anddecreasing profits. If the distributor canoffer their customers Ai2’s solutions, a‘win/win’ business partnership will befostered. The distributor will gain higher dollar average orders at a loweraverage order acquisition cost.Increasing the dollar value of the customer’s order [larger orders] whiledecreasing the cost to acquire the cus-tomer’s order [higher yield], is a time-proven way to improve a distributor’sfinancial performance. Automatingyour sales and customer order entryprocesses with Ai2 will empower yourorganization to cut costs, improve productivity and increase sales andprofitability. These are the keys to successful selling in the 21st century.

For more information, call 800-835-3200, e-mail [email protected], visitwww.ai2.com or stop by booth 1123.


Cutter can be modified several ways tobetter fit into your current or futureoperational needs. They have severalmodels that can be adapted for either

off-line or in-line cutting. The HCC-612 offers minimal disruption to yourcurrent warehouse spatial require-ments while providing benefits thatmirror the full-sized CC-612 CaseCutter. All of their cutters reduce the

Meyercord (Con’t. from p. 6) damage caused by hand-cutting casesand maximize labor efficiencies.

Come see Meyercord, UnitedSilicone and SICPA representatives inbooth 817 this year at the AWMA Show.There, they’ll have the new SSMC

Encrypted Stamp Platform, the VL-10Tax Stamping Machine and the HCC-612 “Half-Sized” Case Cutter on display and running. For more informa-tion, call toll-free 800-639-3799 or visitwww.meyercordequipment.com.

centers across the country, which meansour products need to be easy to imple-ment, easy to use and easy to maintain.Our primary products are PickRight andTax-Right. We currently support ourproducts in over 100 distribution centersin 38 states.


SS: We are unique because of our focuson the distribution industry. Our leader-ship team has over 150 years of distribu-tion experience. By drawing on our vastexperience, we can design our productsto help employees do their jobs right thefirst time. Our customers consistently tellus how refreshing it is to talk with tech-nology people who actually understandtheir business.

RDSE: What do you anticipate to be your greatest challenge in the year ahead?

SS: As our customer base grows, weneed to ensure that our ability to sup-port our customers keeps up with ourgrowth. That is primarily help desk. Ittakes about a year for a new hire to getenough training and experience to beable to help our customers with techni-cal questions. Transferring knowledgeis a challenge in any growing company.We are fortunate that we have assem-bled a team of people who have distri-bution backgrounds and understandtechnology. We will need to pay care-ful attention to expanding our ability tosupport our customer base in the nextyear and beyond. Having a well trained

help desk staff is the key ingredient togood customer service.


SS: We have developed several prod-ucts that supplement PickRight. Wehave introduced ReceiveRight andLoadRight in January of this year. Wehave ShipRight and CountRight com-ing out this summer. ReceiveRight con-firms the accuracy of product at thereceiving dock while LoadRight con-firms the accuracy of packages as theyare being loaded on to the deliverytruck. These products are both beingused in beta sites. ShipRight is our pro-gram for truck drivers. It allows thedriver to scan packages as they arebeing delivered. It also has electronicsignature capture, totes reconciliation,receivables information and high valueproduct confirmation. CountRighthelps with cycle counting. We are veryexcited about the new products that weare bringing to market.

RDSE: Where is your current product emphasis?

SS: PickRight is getting most of ourattention these days. It is an outstandingproduct that we believe will bring valueto thousands of distribution centers overthe next decade. We made a very significant investment in PickRightenhancements over the past year. Thetechnology is user-friendly, reliable anddrives both productivity and quality inthe facilities that are using it. PickRightis currently being used in full case,repack and freezer/cooler applications.Customers are telling us that PickRight

ProCat Management (Con’t. from p. 1)

is improving pick rates by 20 percent onaverage, and reducing customer claimsfor picking errors by 90 percent. Wewere amazed at how effective the pro-gram is for our customers.

RDSE: What distinguishes your productfrom the competition?

SS: We view Voice Picking systems asour primary competition. We believePickRight is superior to voice systemsfor several reasons. PickRight uses ascanner to scan product UPC codes foraccuracy. Voice confirms a pick bin, so ifthe wrong product is in the bin, thewrong product gets shipped. PickRightgives the picker a visual display to workwith. If they forget the pick location orquantity, with a glance they can bereminded. With voice systems they needto say a command and wait for theresponse to be announced. PickRight canbe started up in small parts of the ware-house for testing purposes. Voice picksystems that I have seen are all are bigbang process changes and implementa-tion can be very disruptive. Voice alsohas many traditional challenges such asemployees with accents, colds andcoughs, and hardware challenges.PickRight is easy to implement, easy tolearn and easy to maintain.

RDSE: Who are your target end-users?

SS: Any distribution center that has break

case and break pallet picking activity is atarget customer. PickRight was notdesigned for pallet picking. We think dis-tribution centers that have break case pick-ing are particularly good candidates forPickRight. One of PickRight’s strongestfeatures is its real-time label printing capa-bilities. We are saving companies manylabor hours every day that was dedicated toassembling paperwork for pickers beforeimplementing PickRight. That includespick tickets, package labels and price tags.PickRight is a very appropriate and costeffective tool for any distribution centerthat assembles customer orders.

RDSE: What is your outlook in generalfor this product line?

SS: I believe PickRight has tremendouspotential. In our first 24 months of pro-moting PickRight we went from threebeta sites to having an amazing 28 ware-houses that are running our softwareevery day. We expect to have 50 facilitiesusing PickRight by the end of 2010, and100 facilities using it by the end of 2011.We are very excited about the technologyand features that we have built intoPickRight. Companies that want easy-to-implement picking software that getsgreat results in quality and productivityshould definitely be checking out ourPickRight program.

ProCat is based in Hammonton, NewJersey. ProCat will be demonstrating thepower of PickRight, its picking applica-tion for distribution centers at the AWMAshow in Las Vegas.

For more information, call 888-860-2500, e-mail [email protected],visit www.procatms.com or stop bybooth 335.

AWMA Offers Scholarships ToAspiring Business StudentsCollege bills can make parents quake intheir boots—to say the least! If you havea child or spouse in college then youknow how tough it is when a tuition bill

arrives—and if you don’t, there are manyemployees in your company that do.

Each year, AWMA’s DistributorsEducation Foundation awards two

$5,000 Ray Foley MemorialScholarships to deserving college stu-dents. These scholarships are availableonly to AWMA wholesale member com-panies—specifically to employees oremployees’ immediate family members.

To be eligible for this scholarship, anapplicant must:• Be enrolled full-time in college for the

2010-2011 year. • Pursue the study of business. • Express an interest in a career in candy/tobacco/convenience productswholesale distribution. • Be employed by an AWMA whole-sale member on an ongoing basis or be



is young but we’ve grown quickly usingthe experience of many of our key players who have been in the tobaccoindustry for years.


JT: Our company places special empha-sis on customer service first and fore-most. We also value the relationshipswith our distributors, vendors and theother companies that we manufacture

product for.


JT: Yes, we have big plans for 2010.We are introducing a line calledCigarVille, which is a double-wrappedcigarillo with both natural and homoge-nized wrappers—this is coming in thefirst quarter. In the second quarter wewill have Little & Wild, which is atipped pipe tobacco cigar. And finally inthe third quarter we will introduce anatural leaf cigarillo in four flavors

Good Times Tobacco (Con’t. from p. 1) called Double Maestro cigarillos.

RDSE: What products do you see asbeing hottest this year?

JT: Our Good Time Cigarillos contin-ue to be our best selling line. However,we expect great things from ourSuperillos and our Good Times FlatWraps cigar wrappers.

RDSE: What distinguishes your prod-ucts from the competition?

JT: A simple answer is more value. A

distributor does not have to make a hugecapital investment to see optimal returnswith Good Times products.

RDSE: To what do you attribute yourcompany’s success?

JT: We have a great product line, and agreat core group of employees who sharethe vision of Good Times and are dedicated to the success of our company.

For more information, call 813-621-8702, visit www.goodtimestobacco.comor stop by booth 216.

easier for associates, who trade in theirpaper pick lists, labels and handheld bar-code scanners for belt-worn mobile com-puters connected to lightweight headsets.Like a GPS, Jennifer, the voice of thesoftware system, gives associates pick-by-pick instructions: “go to locationXYZ and pick three items.” Associatesnever have to look down at a terminalscreen or piece of paper. And instead ofwriting notes on pick tickets or scanning

bar codes, associates confirm they aretaking the right items off the shelf byspeaking into their headsets. The hands-free, eyes-free system helps associates setnew productivity and accuracy records.

Lucas Systems (Con’t. from p. 1) The result is more efficient, error-free dis-tribution which translates into lower costsand better customer service.

The complete Jennifer VoicePlussystem includes the EngageManagement Services Console, whichgives supervisors real-time insight intothe status of orders, associate produc-tivity, stock-outs and other issuesbefore it’s too late to correct problems.With Engage, supervisors can takeimmediate action to ensure orders arefilled completely and correctly.

The Jennifer VoicePlus system isprovided by Lucas Systems in Pittsburgh,Penn., (www.lucasware.com), the leadinginnovator and fastest-growing provider ofvoice-directed warehouse applications inNorth America. Jennifer is used today bytens of thousands of warehouse associatesat hundreds of DCs for voice-picking andother distribution operations. To see avideo of Jennifer in action, go towww.lucasware.com/successes.

For more information, stop by booth 540.

including: Purple Grape, Wet Mango,Peach, Tequila Lime and BluMagic.

“After Ballers Choice was tested in onemarket, we received a vast amount of callsfrom consumers inquiring about wherecould they get the product,” said PresidentKeith Scott. With the introduction of Ballers

Choice, the comprehensive level of sup-port places them at the forefront of thecompetitive market.

New Image Global Inc. is known forexceptional quality control, streamlinedcreation of innovative products and prod-uct freshness guarantees. The minority-owned company is not only looking to beknown as the trendsetter in the tobacco

New Image Global Inc. (Con’t. from p. 1) industry. Recently, the company made acontribution of more than $100,000 inmedical supplies, new clothes and shoestoward the Haiti relief effort.

“We want to be also known for ourgoodwill acts. We have been fortunate asa company and looking to do more phil-anthropic [work] for communities aroundthe world,” said CEO Stephen Woodson.

The company continues to offerdynamic creative packaging with theirsignature innovative marketing cam-paigns and unprecedented growth in theEuropean Union and around the world.

For further information, contact ToniWashington or Theresa Price at Jabez3Enterprises PR, 909-396-7722 or stop bybooth 702.

maintain the integrity of paper and totaste and smell incredible. Tasty Puffquickly caught on and became afavorite necessity for tobacco usersworldwide. Now, seven years later,whether people want to roll their owntobacco, use a pipe or enjoy pre-rolledtobacco, Tasty Puff continues to offertheir customers a fun, innovative, easy

way to flavor their tobacco.Tasty Puff tobacco flavoring is

pocket-sized for personal use. Just a fewdrops or sprays flavors any tobacco inany form. Tasty Puff can be used withcigars, pipe tobacco, legal herbs, cigarwraps, pipes, hookahs, water pipes, e-cigarettes or vaporizers. It is an item thatsells itself and is a must-have for anyconvenience store, liquor store or smokeshop. Tasty Puff offers a variety of

Tasty Puff (Con’t. from p. 1) displays for their customers. There are 28flavors available now and the Tasty Puffcrew continuously creates new flavorsfor their customers. Suggestions for newflavors are always considered!

New for 2010: Tasty Puff is launch-ing a new line of air fresheners! CousinPuff’s Air Fresheners will be available inBlueberry Thrill, Silly Strawberry,Mango Tango, Crazy Coconut,Convicted Melon (Watermelon) and

Mr. Bubble (Bubblegum). With trendy,eye-catching packaging, hip phrases andthe same amazing Tasty Puff aroma, thisline of air fresheners is sure to be a hit!

Contact them with any questions orfor a free sample. They offer excellentcustomer service and will do their best tomeet your company’s needs! Call themtoll free at 866-544-5267, visitwww.tastypuff.com, e-mail [email protected] or stop by booth 1017.

the immediate family member (son,daughter, stepson, stepdaughter, wife,husband) of an AWMA wholesalemember employee who is employed onan ongoing basis.

AWMA/DEF is pleased to offer thisscholarship opportunity to all distribu-tor member company employees as an AWMA membership benefit. Andthis scholarship is not strictly aboutgrades; there are many areas that arejudged, including the applicant’s

AWMA (Con’t. from p. 18) interest in joining the convenience distribution industry.

The Ray Foley MemorialScholarship application can be down-loaded or printed from the AWMA Website at www.awmanet.org/page/education-/-research/scholarships/scholarships

(www.awmanet.org; Education/Research;Scholarships). To receive an application byfax or e-mail, please contact Kathy Trost at800-482-2962, ext. 648, 703-208-1648direct or e-mail [email protected].

Applications are due to the AWMAoffices by May 15, 2010.

Alligator Ice’s Iced Tea Designed To Match Taste Of Fresh-Brewed TeaAlligator Ice is excited to introduce itsnew Iced Tea Program. With sweetenedand unsweetened flavors available,your customers will continue to comeback for these thirst-quenching drinks.As with all programs from AlligatorIce, you can expect great-tasting prod-uct, attractive looking equipment andhighly competitive profit margins.

So what makes the Alligator IcedTea Program better than the rest?Alligator Ice’s flavor profile was

designed specifically to match the tasteof fresh-brewed tea. Even the mostdevoted tea drinkers will agree that this tea from concentrate is the real deal.

Secondly is shelf life. With a con-centrated product, you get an excellentshelf life both before you mix andafter. As a concentrate, the shelf life isone full year. After mixing your icedtea the product will last for approxi-mately four days. Compare this to

fresh brewed tea and you can see thatAlligator Iced Tea is the clear choice.

You can also see the quality ofAlligator Ice’s iced tea dispensers.With iced tea dispensers, customers areunable to see what the product actuallylooks like until it is dispensed. Theiriced tea dispensers come with greatlooking durable wraps that appeal toyour customers. Alligator Ice offersboth the TDO-4 and the TDO-N-3.5from Bunn. The dispensers come withyour choice of a “sweet” or “unsweet”dispenser wrap.

Alligator Ice was developed in1995 by Frozen Drink Concepts Inc.’sFounder and Chairman Gerald Smith.After spending several years in thefrozen dessert and beverage

product/equipment industry, Smith sawa frozen drink opportunity with con-venience stores in the south central partof the United States. The success hehad with the premium Slush/Smoothieand Cappuccino flavors he perfectedmade it possible to expand into otherparts of the country.

2010 looks to be a great year forAlligator Ice with the introduction ofits Iced Tea and Ice Cream programs.Many months of development havegone into these new programs. Bothprograms deliver great-tasting prod-ucts, appealing branding and strongprofit margins.

For more information, call 217-316-9297, visit www.alligatorice.comor stop by booth 725.

news briefs

Mike Paice, President and Chairman ofPure Revolution, discusses PureOFlow.

CR: Tell our readers a little aboutyour company. What’s your main lineof business?

MP: After spending more than 30 yearsselling water softeners, I realized thatwater softeners weren’t the ‘magic bullet’ in water treatment. So I teamed upwith another water industry veteran, TomCartwright, to fill the void of affordablereverse osmosis systems for residentialand commercial applications. While thetechnology behind water softeners hasnot changed at all in 40 years, our sys-tems are revolutionary in efficiency ratioas well as in its environmental impact;hence the company is appropriatelynamed Pure Revolution. With PureRevolution’s PureOFlow whole-house-whole-business reverse osmosis waterpurification system, bottled water, house-hold water softeners and at-sink filtersbecome unnecessary, saving end-usersmoney and reducing waste.

CR: What makes your company unique?

MP: Sustainability is an overriding

theme in all our innovations and productdevelopment. As a result, we maintainour leadership position by focusing onwater purification technologies that pro-tect the environment and maintain thewater footprint while generating immedi-ate savings for our customers. With analmost 1:1 ratio, the PureOFlow productline provides the highest efficiency out-put. And, we are the only manufacturerwith a reclaim system, which ensureszero waste. PureOFlow’s products, pow-ered by GE, represent the best solution toaddress today’s economic and environ-mental concerns related to greener, cleaner water solutions, as well as offer-ing a valuable solution to water softenerbans and lead bans.

CR: What was the most significant event or series of events affecting yourcompany in the past year?

MP: After we experienced initial successwith Royal Farms, a C-Store in the mid-Atlantic region and Terrible Herbst basedin Las Vegas, we changed our marketfocus and strategy to expand signifi-cantly into the C-Store segment as wellas grow our share of the food and beveragesegment. With the emphasis on corporate

and social responsibility, many commer-cial and residential customers are focus-ing on green technologies. ThePureOFlow products meet the needs ofour customers at many levels—costsavings, consistency, convenienceand clear beverages. We have expandedour product line to accommodate variousgallon requirements of our customers andso has our market share.

CR: Are you introducing any new products?

MP: Yes. Innovation is a cornerstone ofour company’s vision. With higher than a 90 percent satisfaction rating,PureOFlow products maintain its marketleadership position with consistent newproduct releases. Our latest innovationsare a reclaim system, the compact PointOf Use- IceOPure system and a fullyenclosed cabinet system for residentialand commercial. The IceOPure productis the first direct feed, non-electric sys-tem that can connect to single or multipleunits at a location. We featured this in theCool New Products Room at the NACSshow and received a lot of interest fromattendees. We will continue to innovateand revolutionize the industry to provideour customers the most effective andcost-efficient solution.

CR: Please assess the marketplace as itrelates to your product line.

MP: In today’s economy, businesses are facing a three-pronged dilemma.Consumers are looking for more per-ceived value forcing businesses to offermore for less. And, the universal concernfor global warming and its preventionoften competes with a businesses’ need tooperate cost-efficiently. From a C-Storeoperators’ perspective, tobacco and gaso-line are no longer high profit categoriesso they are looking to foodservice toreplace the lost gross margins. With 44percent of consumers stopping at a C-Store for breakfast, hot dispensed bever-ages are poised to flourish. Water is themost important ingredient in foodservice.By providing a better, consistent tastewith purified water, Pure Revolution canhelp build loyalty and make the C-Storethe destination stop for travelers on theirroute. In addition to enhancing beveragetaste and providing a consistent flavorprofile, the PureOFlow product lineincluding the IceOPure system uses 75percent less filters, significantly reducesthe cost of maintenance, extends the lifeof equipment and uses less electricity.These are critical not just to a compa-ny’s profitability, but sometimes essen-tial to its survivability. The PureOFlowproduct line allows our customer base to go green while saving money andhelps them increase profit margins in thebeverage category.

Continued on Page 6

PUREOFLOW LEADS THE PURE REVOLUTION

top news

scope of companies on display in theexhibit hall. There is also the new AWMACafé and Lounge, where a cocktail recep-tion will be held Wednesday evening.“All of these changes were based onmember response,” Pignato said. “We lis-tened to what our members had to say andmade the changes to fit their needs.” Hesummed up the changes with the words“refreshed, refocused, re-energized.”

Pignato said that the changes would beintroduced over a three-year period;starting next year, the show will bemoved to Las Vegas’s Paris Hotel.

“There’s just a new look and feel” tothe show, said Eric Atkinson, President ofthe Texas-based Atkinson CandyCompany, who has not missed a showsince 1979. “I think guys who have nottaken a look at that exposition for sometime now might take another look at it.”

If there’s one thing the AWMA show’s

AWMA (Con’t. from p. 1) loyal exhibitors seem to agree on, it’s thatthe show is not to be missed.

“It’s a customer-rich environment withrelatively few other booths,” Atkinsonsaid. “People come there to buy, so showdeals on the floor loom large, and theones that loom the largest are the onesthat can only be had on that show board.”

“The show is always upbeat and activeand provides a casual setting to meet withcustomers and rekindle friendships and dosome great business at the same time,” said

Jim Colucci, Executive Vice President ofSales and Marketing for Altadis USA.

“The show gives retailers the opportu-nity to meet with manufacturers andcompany executives as well as others inthe industry to discuss business and theissues affecting our businesses,” he said.

The AWMA Convenience DistributorConference and Expo, formerly the RealDeal Expo, is March 9–11 at The LasVegas Hilton. For a full schedule ofevents, visit www.awmashow.com.

“Anyone who needs a boost to meetthe demands of an active lifestyle,” saidBill Hodson of LiveWire Energy, of cus-tomers who would benefit fromLiveWire Energy. “Athletes, people withdemanding jobs, busy moms and week-end warriors, the list goes on...”

LiveWire Energy Chews are uniquebecause of their triple functionality: • Instant energy—ideal before or duringphysical activity. • Sustained energy—to help you getthrough prolonged periods of work orplay without mental and physical fatigue. • Nutrition—a benefit not found in manyenergy-enhancement products.

LiveWire Energy (Con’t. from p. 1) LiveWire Energy Chews are also: • Fast-acting—Within minutes you feelalert, focused and ready to take on the day. • Long-lasting—They provide 100 percentnatural, long-term sustainable energy (no“crash” like other high-stimulant products). • Have no can to dispose of—they aresmall, convenient and fit perfectly into apurse or pocket…plus no refrigeration.

• Tastes great—People absolutely flipover the delicious taste. You will too! • Contain no liquid—People will not findthemselves constantly running to therestroom. This is especially important forbusy, non-stop people who want the energy—without the constant pit stops.

For more information, please call 714-777-7873 or visit www.livewireenergy.com.

CR: To what do you attribute your company’s success?

MP: One of the many factors contributingto our success is the in-depth understand-ing of the water industry that Tom

Cartwright and I bring from beinginvolved in the industry from all levelsover a period spanning almost fourdecades. This unparalleled insight intohow a water treatment solution shouldperform without harming the environmentand how it should help the end-user guides our product development and

Pure Revolution (Con’t. from p. 5) enhancement. Our technological advance-ments such as high efficiency ratios,reclaim systems and reducing the environ-mental impact have garnered the attentionof many distributors who are interested informing strategic partnerships. As wegrew exponentially and expanded furtherinto the commercial market, RNK Capital,

an environment investment firm withmore than $1 billion in assets under man-agement, became our funding partner. Theadditional financial backing has allowedus to compete more on a national scale aswell as expand into international markets.

For more information, visit www.pureoflow.com.

6 ConvenienceRETAILER January/February 2010

PEPSICO FOUNDATION TO DONATE $1 MILLION TO HAITI EARTHQUAKE VICTIMS

Company Also To Provide Bottled Water,Gatorade And Quaker Products

The PepsiCo Foundation announced itwill donate $1 million to the earthquake victims in Haiti and thatPepsiCo will provide Quaker productsas well as bottled water and Gatorade for the disaster victimsthrough its bottlers in Florida and the Dominican Republic.

Of the $1 million, the PepsiCo

Foundation has committed $500,000 forhumanitarian relief to be allocated tothree of its strategic partners, includingthe American Red Cross (to be ear-marked for Red Cross partners operatingin Haiti), Save the Children and Friendsof the World Food Program.

The remaining $500,000 of thepledge will be used to support longer-term rebuilding efforts designed tostrengthen Haiti’s infrastructure and limitsignificant damage from future disasters.

About The PepsiCo Foundation

Established in 1962, the PepsiCoFoundation is the philanthropic anchor ofPepsiCo, responsible for providing chari-table contributions to eligible non-profitorganizations. The Foundation is com-mitted to developing sustainable partner-ships and programs in underservedregions that provide opportunities forimproved health, environment and inclu-sion. For more information, visitwww.pepsico.com/articles/pepsico-foundation-initiatives.html.

About PepsiCo

PepsiCo offers the world's largest portfolioof billion-dollar food and beverage brands,including 18 different product lines thateach generate more than $1 billion in

annual retail sales. Their main busi-nesses—Frito-Lay, Quaker, Pepsi-Cola,Tropicana and Gatorade—also makehundreds of other nourishing, tasty foodsand drinks that bring joy to their con-sumers in over 200 countries. With morethan $43 billion in 2008 revenues,PepsiCo employs 198,000 people whoare united by their unique commitment tosustainable growth, called Performancewith Purpose. By dedicating themselvesto offering a broad array of choices forhealthy, convenient and fun nourishment,reducing their environmental impact andfostering a diverse and inclusive work-place culture, PepsiCo balances strongfinancial returns with giving back tocommunities worldwide. For more infor-mation, visit www.pepsico.com.

M&Ms, Google, Duracell, Reese’s,Heinz, Kleenex, Oreo And NeosporinAll Score In Top Ten

Leading global market research firmHarris Interactive has released the 2010results of EquiTrend®, its renowned annual brand equity study that measuresmore than 1,000 brands across 42 cate-gories. Harris Interactive has been track-ing consumers’ awareness and perceptionof brands for more than 20 years. “Even ina time of economic turmoil, consumersremind us that those brands that have con-sistently delivered on their promise arethose that are rewarded with long term

equity,” said Jeni Lee Chapman,Executive Vice President, Global Brandand Communication Consulting at HarrisInteractive. “It’s been a tough year formarketers as they carefully manage theirbrand investments and strive to protecttheir long-term equity. The EquiTrenddata indicates consistency and strength,despite the recession, for those brands thathave not wavered from their promise.”

Hershey’s Kisses was the highest ratedbrand in the entire survey, with severalother brands from the comfort foods cate-gory (e.g., M&Ms, Hershey Bar, OreoCookies and Snickers) ranking high. Theremaining brands in the top 25 represent

icons of quality within their respective cat-egories. In fact, certain brands have man-aged to hold the top ranked spot withintheir categories uninterrupted for years,including Coca-Cola, Visa, Duracell, Sony,Tide, Kleenex, Hallmark and Subway.

Not surprisingly, the lowest rated brandsin the study come from the cigarette com-panies, online dating sites, online universi-ties and the financial sector. The falloutfrom the government bailouts tarnishedmany well established brands but the goodnews is that some are slowly rebounding(e.g., AIG and GM). These brands areworking hard to understand how to winback the trust of the U.S. consumer.

“A common theme for those brandsthat are suffering from a loss in trust willbe their ability to connect with their cus-tomers in a relevant way—and that willrequire showing they are really listeningto them, and are addressing their con-cerns and needs at both the product level

and in how they market their products,”said Carol Gstalder, Senior VicePresident, Business and Industrial atHarris Interactive.

EquiTrend covers a broad array ofindustry categories. The category leadersare a who’s who of iconic brands, includ-ing, among others, UPS, State Farm,Harley Davidson and Microsoft. To seethe results of the study, visit www.harrisinteractive.com. For a complete listing ofall the brands covered in the study, contactAlyssa Hall at 212-539-9600 [email protected].

About Harris Interactive

Harris Interactive is one of the world’sleading custom market research firms,leveraging research, technology andbusiness acumen to transform relevantinsight into actionable foresight.

For more information, please visitwww.harrisinteractive.com.

HARRIS POLL FINDS THAT CONSUMERSLOVE KISSES: HERSHEY’S RANKSHIGHEST OVERALL IN BRAND QUALITY

new productsnew products

Cliffstar Corp., one of the largest private-label bever-age suppliers in the United States, is offering for thefirst time its own brand of premium beverages. TheChadwick Bay line, produced by Harborside Inc., aCliffstar subsidiary, includes single-serve enhancedjuice, enhanced water, organic juice and smoothiesbottled in an attractive and lightweight PowerFlex™polyethylene terephthalate (PET) bottle from AmcorPET Packaging, Manchester, Mich. The ChadwickBay line of shelf-stable products is the first foray intothe branded beverage market for Cliffstar, a longtimemajor supplier of private-label beverages.

The premium beverages come in 12-oz to 96-ozPowerflex hot-fill PET containers. The domed andlong-neck bottles deliver significant performanceand cost advantages including portability (no breakage), light weight, recyclability and reducedtransportation costs. Consumers are drawn to theattractive, lightweight and breakage-resistant fea-tures of the PET bottle compared to traditional glasscontainers. Cliffstar already uses Powerflex PETbottles for many of its private-label beverages.

PowerFlex bottles feature a patented panel-lessdesign which takes hot-fill (185°F) bottle options toa new level. Amcor’s structural design eliminates thepanels, and unlike competitive containers, providesa large, completely smooth ribless label panel.

Cliffstar Corp.716-366-6100www.cliffstar.com

The latest new product launched by THANASIFoods LLC, a leading developer and supplier ofbranded foods, is now available to distributors andretailers nationwide. In October 2009, THANASIannounced the addition of a new mouth-wateringmeat snack to its Jim Beam® line of branded snackfoods. Jim Beam Bourbon Glaze Steak Strips is thelatest product using the world’s No. 1 Bourbon andwill join THANASI Foods’ other award-winningmeat snacks in retail locations beginning now.

Made with genuine Jim Beam Kentucky StraightBourbon and only the most premium cut steak strips,new Jim Beam Bourbon Glaze Steak Strips are a savoryblend of Kentucky-spirited flavor and hardwood-smoked perfection. Tender and slow-cooked, this newsteak snack delivers a high-quality and tasty bite.

Like the Jim Beam meat snacks line, theBourbon Glaze Steak Strips are shipping in 3.15-ounce re-sealable bags that are available in eight-count cases, eight-count clip strips and display shipper configurations.

Thanasi Foods LLC720-570-1065www.thanasifoods.com

Yes, that’s right folks, the workers at Polar Pupshave created an all-new way for your furry, four-legged best friend to enjoy their favorite frozen treatanywhere, any time!

Polar Pups all-natural frozen treats for dogsunleashes our latest product—Frozen Treat Mix!Just add water, shake and freeze!

Their same great high quality treats now comeas a mix! Available for shipping everywhere! Thetreats are packaged with one each of four famoustail-waggin’ flavors: Barkin’ Apple, Berry Bite,Beggin’ Banana and Puppy Nutter! Each treat is pre-mixed in individual recyclable cups—all you do isadd water, shake and freeze! Keep them on-handany time of the year and mix them up when you'reready! Polar Pups All Natural Frozen Treats forDogs are lovingly handmade in Chicago.

Polar Pupswww.polar-pups.com

Launching a new C-Store product? Email [email protected] with “Convenience Retailer: New Product” in the subject line for a list ofwhat to include and deadlines.

Shipyard Brewing Company announces the releaseof Brewer’s Brown Ale. This spring seasonal isavailable in six-packs, 12-packs and draft lateJanuary through early April while supplies last.

Brewer’s Brown Ale is a full-bodied, dark brownale made with five different malts and three varietiesof hops. Pale Ale, Crystal, Chocolate, RoastedBarley and Wheat Malts combine to give this beer anice smoky taste up front and a smooth, full bodyfinishing with a crisp hop bite at the back. Hopsused in this brew are English Challenger, Fugglesand East Kent Goldings at the finish. Brewer'sBrown Ale has 5.4 percent alcohol by volume.

Shipyard Brewing Company800-BREW-ALEwww.shipyard.com

Looking for the perfect gift to last a lifetime for yourfavorite cigar aficionado? Lighter-Cigar.com offersboth a “new free shipping offer” plus a free cigartube for orders over $75.

In addition to a full line of cigar cutters, also fea-tured on the lighter-cigar.com Web site is a robustarray of lighters that are especially designed forcigar smokers. A good “cigar lighter” is necessary tolight a good cigar. Xikar seems to lead the field inthis area with a number of attractive styles with 4-6different colors in each style that start at just $23.99.

Lighter-Cigar.com770-777-8309www.lighter-cigar.com

LiveWire Energy Chews are unique because of theirtriple functionality:• Instant energy—ideal before or during physical activity.• Sustained energy—to help you get through pro-longed periods of work or play without mental andphysical fatigue.• Nutrition—a benefit not found in many energy-enhancement products.

LiveWire Energy Chews are also:• Fast-acting—Within minutes you feel alert andfocused and ready to take on the day.• Long-lasting—They provide 100 percent natural,long-term sustainable energy (no “crash” like otherhigh-stimulant products).• Have no can to dispose of—they are small, convenient and fit perfectly into a purse or pocket…plus no refrigeration.• Tastes great—People absolutely flip over the delicious taste. You will too!• Contain no liquid—People will not find them-selves constantly running to the restroom. This isespecially important for busy, non-stop people whowant the energy—without the constant pit stops.

LiveWire Energy714-777-7873www.livewireenergy.com

ConvenienceRETAILER 7January/February 2010

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